1. 1 CREATING A TEAM OF A-PLAYERS

2. 2 SECTION 1 THE BIG PICTURE

3. 3 VISION Vision for the team you need vs. the team you have.

4. 4 VISION One A-player can make an enormous difference in your business.

5. 5 VISION One A-Player can make a huge difference in your life.

6. 6 THE BEST LEADERS ARE THE BEST RECRUITERS Case study: architectural firm

7. 7 WHY MANAGERS TOLERATE POOR PERFORMERS 98.6 is not equal to qualified.

8. 8 SECTION 2 HIRING A-PLAYERS

9. 9 Create an A- Player Mindset. “We don’t fill positions. We look for people who will make our team better.” Barney Kister

10. 10 HIRING A-PLAYERS Define your A-Player Profile

11. 11 HIRING A-PLAYERS Keep your couch full.

12. 12 HIRING A-PLAYERS Create your Farm Team.

13. 13 EXERCISE Gap Analysis and Talent Choke Point

14. 14 Case Studies: Talent Choke Points

15. 15 EXERCISE Creating an A-Player Profile –What results do A-players create that B-players don’t? –How do you measure these results?

16. 16 SECTION 3 HOW DO I FIND MORE A- PLAYERS?

17. 17 HOW DO I FIND MORE A-PLAYERS? “Recruiting is just marketing and sales in different garb.” How to Hire A-Players

18. 18 HOW DO I FIND MORE A-PLAYERS? 1.Know your A-Player Profile. 2.Find a large pool of people with the basics of this profile 3.Interview a lot of them. 4.“Sift the wheat from the chaff.” 5.Hire the best people you find.

19. 19 HOW DO I FIND MORE A-PLAYERS? Create, update, and act upon a target list.

20. 20 HOW DO I FIND MORE A-PLAYERS? The Hunter vs. The Hunted: Continuing Education, Trade Shows.

21. 21 HOW DO I FIND MORE A-PLAYERS? Stay until the quesadillas are scorching.

22. 22 HOW DO I FIND MORE A-PLAYERS? Become Recruiter in Chief.

23. 23 HOW DO I FIND MORE A-PLAYERS? Aggressive customer service people.

24. 24 HOW DO I FIND MORE A-PLAYERS? Single-mother waitresses.

25. 25 HOW DO I FIND MORE A-PLAYERS? Gaining the on- campus recruiting advantage.

26. 26 HOW DO I FIND MORE A-PLAYERS? Filling the talent funnel with internships.

27. 27 HOW DO I FIND MORE A-PLAYERS? Incubate talent.

28. 28 HOW DO I FIND MORE A-PLAYERS? Referral fees to your recruiting network.

29. 29 HOW DO I FIND MORE A-PLAYERS? Don’t overlook internal hires.

30. 30 HOW DO I FIND MORE A-PLAYERS? Hire the right outside recruiters.

31. 31 SECTION 4 Interviewing and the Economic Power of Good Looks

32. 32 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Interviewing is an artificial process by which we attempt to figure out what it will be like to work every day with someone.

33. 33 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS The two most important questions to ask in an interview.

34. 34 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Live-Fire Interview Exercises

35. 35 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Two days of office visits.

36. 36 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS The paid interview.

37. 37 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS 90-day fast start plan.

38. 38 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Skills tests: can you see in three dimensions?

39. 39 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS “I’m not hearing it.” Chet Holmes

40. 40 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS “I will be the guy wearing shorts and riding a motorcycle.” Jeff Phillips “Intentional, but not contrived.” Bob Perkins

41. 41 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS The danger of first impressions. Using assessment instruments to identify A-players and weed out pretenders.

42. 42 SECTION 5 LEADING AND KEEPING A- PLAYERS

43. 43 LEADING AND KEEPING A-PLAYERS Start with yourself.

44. 44 LEADING AND KEEPING A-PLAYERS Invest time in your lead dogs. Don’t spend too much time on your “problem children.”

45. 45 LEADING AND KEEPING A-PLAYERS Passing the Thanksgiving test.

46. 46 LEADING AND KEEPING A-PLAYERS Don’t surround a Great Dane with Chihuahuas.

47. 47 LEADING AND KEEPING A-PLAYERS A-Players are attracted by high standards.

48. 48 LEADING AND KEEPING A-PLAYERS “What’s behind door number 3?”

49. 49 LEADING AND KEEPING A-PLAYERS Turning B- players into A- players

50. 50 LEADING AND KEEPING A-PLAYERS Teaching managers to be leaders and coaches.

51. 51 LEADING AND KEEPING A-PLAYERS “My managers are not allowed to provide answers (within reason), they can only ask questions.” Colin Drummond, VP-Sales, Progressive Business Publications

52. 52 CONCLUSION